Hybrid Working
The role is designed for hybrid work, with an expectation to work from an HPE office an average of 2 days per week.
Who We Are
Hewlett Packard Enterprise is the global edge‐to‐cloud company advancing the way people live and work. We help companies connect, protect, analyse, and act on their data and applications wherever they live, from edge to cloud, to turn insights into outcomes at the speed required to thrive in today's complex world.
Job Description
Sales Specialists & Consultants are product, services, software or solution specialists responsible for leading pursuit in their assigned focus areas. They collaborate with and support Account Managers and provide specialist expertise within the sales team, driving proactive campaigns to build the pipeline, and using specialized knowledge to prospect, qualify, negotiate and close opportunities. The Services Sales Consultant focuses on selling technology, services and/or technology management services (TMS) to end‐user customers or partners within an assigned territory or industry, or to high‐potential competitive accounts.
Responsibilities
* Create and drive the sales pipeline, capturing leads outside of specialization and ensuring closed‐loop lead management.
* Maintain knowledge of competitors in account to strategically position the company's products and services better.
* Use specialty expertise to seek out new opportunities, expand and enhance existing opportunities, and build the pipeline for pursuit.
* Provide support to Account Managers, offering input on business development and solution expertise.
* Develop quota objectives and future direction for defined product categories.
* Assist in selling outsourcing deals where applicable.
* Establish professional, consultative relationships with clients, up to C‐level, for mid‐to‐large accounts, understanding their unique business needs.
* Collaborate with external partners to deliver solutions.
* Focus on growing contractual renewals for mid‐to‐large accounts with higher complexity and total contract value.
* Direct or coordinate supporting sales activities.
Education And Experience Required
* Bachelor's degree or equivalent with directly related work experience.
* Demonstrated achievement of progressively higher quota and diverse business customer experience.
* Extensive selling experience within industry and on similar products.
* Typically 8–12 years of advanced sales experience.
* Project management skills required.
* 2–3 years of product sales in the desired specialty.
Knowledge And Skills
* Expert in knowledge of products, solutions or service offerings and competitor offerings to sell large solutions.
* Understands industry and market segment in which key accounts are situated, integrating this knowledge into consultative selling.
* Applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
* Understand the role of IT within the area of specialization and how the company's solutions address vertical industry challenges and cross‐segment capabilities.
* Account planning and accurate account revenue forecasting skills.
* Collaborate with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
* Maintain positive relationships with customers to ensure account retention and growth, positioning the company as the preferred vendor for all business needs.
* Demonstrate leadership and initiative in driving specialty sales—prospecting, negotiating and closing deals.
* Show deep product, solution or service knowledge and professionalism when researching and sharing service‐related information with account teams and customers.
* Leverage the company portfolio to differentiate from competitors.
* Utilise Siebel expertise and accurately forecast business.
* Sell high‐value software solutions and services.
* Understand and leverage services as part of strategic product sales.
* Maintain expertise on industry trends, associated solutions and key partner/ISV solutions.
* Stay current on IT budgets, objectives and metrics at all organizational levels.
Additional Skills
* Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross‐Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow‐Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long‐Term Planning, Managing Ambiguity.
What We Can Offer You
Health & Wellbeing
We provide a comprehensive suite of benefits that support your physical, financial and emotional wellbeing.
Personal & Professional Development
We invest in your career growth through specific programs to help you reach any career goals, whether becoming a knowledge expert or applying your skills across other divisions.
Unconditional Inclusion
We celebrate individual uniqueness and maintain flexibility to manage work and personal needs, fostering an inclusive environment where diverse backgrounds are valued and succeed.
Job Details
Sales – Expertise Level
Equal Employment Opportunity
HPE is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category; all decisions are based on qualifications, merit, and business need. HPE will comply with all applicable laws regarding the use of arrest and conviction records.
Recruitment Fraud Alert
HPE and its authorized recruitment agencies will never charge a candidate a registration or hiring fee, or request personal information such as bank account details, Social Security numbers, or national IDs via social media or chat applications. If you suspect fraudulent communication, do not share personal information or make any payments and report the incident to local authorities immediately.
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